Articles

Optimizing Sales/Conversions:
Increasing Response Rate in a Recession

I am more and more convinced that success in selling comes down to mastering
the 3 P's: Personal Interest, Patient, and Perseverance.

1) Patience. Selling can be frustrating, especially when you are
getting a lot of rejection, objections, and stalls. But as a sales professional,
you are not allowed to let your frustration show. Indeed, you are forbidden from
doing so. The minute you show impatience with the prospect, other members of
their buying committee, or their buying process, they will likely reject you and
go on to the next vendor. Not only can you not show impatience at the buyer’s
questions and concerns -- niggling though they may seem to you -- but the more
you show a desire to resolve their issues, the more they will like you and be
inclined to deal with you.

2) Personal interest. The better your relationships with prospects,
the more likely they are to buy from you. A connection based on common ground
between you and the buyer is the strongest you can forge. *Ask questions
until you find a common interest, then explore that interest to build the bond.

3. Perseverance. There is a fine line between being persistent and
being a pest, but you can persevere -- without crossing this line -- by asking
the prospect about the frequency and type of contact (monthly phone calls vs.
weekly e-mails) they find acceptable, then respecting their preference.

* My experience shows the more relevant questions you ask, the more
likely you are to close the deal and get the sale.

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